Oct 2022 – Apr 2024 · 1 yr 6 mos · Scottsdale, Arizona, United States · Hybrid

• Orchestrated full-cycle enterprise cloud security sales and digital transformation initiatives across a strategic greenfield territory. Focused on delivering Microsoft’s premium security ecosystem (Azure Defender, Sentinel, and E5 compliance suites) to mid-market and enterprise CISOs, CIOs, and financial stakeholders across highly regulated verticals.
• Net-New Territory Growth: Sourced and secured $1.5M in net-new enterprise ARR from a zero-base regional footprint, identifying and driving engagement with 50+ top-tier greenfield accounts.
• Closed $500K endpoint security deal with Dave & Buster's, displacing the legacy AV incumbent across their 140+ location retail/entertainment footprint. Engaged the CISO directly on brand-damage risk from POS-layer breaches; proved Microsoft Defender's single-pane-of-glass management capability through a non-disruptive operational POC.
• Strategic Pipeline Generation: Engineered a $6M+ qualified enterprise opportunity pipeline, maintaining a self-sourced threshold of 60% through aggressive multi-threaded executive prospecting and ABM frameworks.
• Enterprise Deal Execution: Aligned stakeholders across IT, Security, Finance, and Legal business units to close complex $250K–$500K average transactions within 6–9 month cycles, systematically displacing legacy architecture and competitors.
• MEDDPICC Operational Discipline: Maintained 95%+ forecast precision by enforcing objective qualification standards, effectively linking platform feature adoption to corporate business outcomes and ROI.

Sep 2021 – Oct 2022 · 1 yr 1 mo · Scottsdale, Arizona, United States · Hybrid

• Orchestrated aggressive net-new acquisition and expansion cycles for mission-critical Cloud Infrastructure (IaaS) and SaaS enterprise platforms. Navigated complex, multi-threaded procurement environments across high-value distribution, operations, and supply chain verticals.
• Net-New Acquisition: Sourced and closed $2.2M in net-new ARR within the first fiscal year by hunting high-priority ICP accounts and anchoring relationships with executive stakeholders to achieve 110% of annual quota.
• Technical Validation: Secured $850K in contract value by architecting technical validation frameworks for 10+ legacy enterprise workloads, successfully mitigating migration risk perceptions and accelerating engineering sign-off.
• Complex Deal Velocity: Compressed enterprise deal cycles by 15% through high-impact executive presentations and data-backed ROI modeling projecting a 40% reduction in operational costs for supply chain decision-makers.
• Pipeline Architecture: Sustained a disciplined 3.5x pipeline coverage ratio through rigorous Salesforce opportunity management and data integrity updates, outperforming the regional average by 25%.

Apr 2020 – Jul 2021 · 1 yr 3 mos · Scottsdale, Arizona, United States · Hybrid

• Owned and optimized a high-performing multi-state territory, accelerating mid-market core platform adoption through data-backed direct sales execution and ecosystem channel partnerships.
• Revenue Production: Achieved 135% of annual sales quota by securing $1.4M in total contract value and expanding baseline territory revenue by 25%.
• Pipeline Velocity: Sourced and developed $3M in net-new pipeline by deploying Command of the Message frameworks to increase qualified executive meeting volume by 40%.
• Greenfield Acquisition: Executed targeted account-based prospecting campaigns against high-value ICP organizations, resulting in 12 new logo acquisitions via 100% self-sourced efforts.
• Ecosystem Retention: Partnered with cross-functional support, marketing, and product teams to maximize long-term client success, yielding a 90% account retention rate across the region.

Jan 2016 – Mar 2018 · 2 yrs 2 mos · Omaha, Nebraska, United States · Hybrid

• Managed expansion, retention, and strategic development for high-value enterprise accounts, focusing on cross-departmental software adoption, complex proof-of-concept (POC) cycles, and data maturity.
• Revenue Growth: Earned President's Club honors with 170% total quota attainment ($3.4M ARR) by identifying cross-sell opportunities in under-penetrated engineering and operations units.
• Enterprise Deal Closing: Sourced, structured, and closed a $3.2M platform transaction with Spirit AeroSystems, navigating multi-stakeholder procurement loops and establishing a 100% technical win rate across the territory.
• Sales Cycle Compression: Implemented an account-based execution approach that streamlined discovery sessions and reduced average enterprise deal duration by 20%.
• Peer Leadership: Coached team members on value-based negotiation and technical validation strategies, contributing to a 10%+ lift in collective team quota attainment and supporting two internal promotions.

May 2010 – Jan 2016 · 5 yrs 8 mos · Omaha, Nebraska, United States · Hybrid

• Managed full-lifecycle enterprise sales for RSA’s core cybersecurity, identity, and risk management portfolios within a highly regulated territory featuring complex corporate procurement requirements. Built a consistent, multi-year track record of elite territory growth by aligning complex data security solutions with enterprise CISO and risk-mitigation priorities.
• Revenue Production: Consistently exceeded annual sales targets, delivering 150% of quota year-over-year and earning multiple global President's Club honors for ranking in the top 5% of global sales performers.
• Net-New Acquisition: Generated over $2M in annual net-new revenue through rigorous outbound prospecting campaigns, technical discovery motions, and strategic partner-driven channels that fueled 20% year-over-year territory acceleration.
• Deal Velocity: Navigated complex legal, security, and procurement reviews to shorten average sales cycles by 15% through proactive, value-based ROI modeling and executive-level commercial negotiations.